Artículo:

Major Sales: Who Really Does the Buying?

Autor:

Thomas V. Bonoma

Resumen:

When is a buyer not really a buyer? How can the best product at the lowest price turn off buyers? Are there anonymous leaders who make the actual buying decisions? As these questions suggest, the reality of buying and selling is often not what it seems

Página:

172

Sección:

Best of HBR

Publicación:

Harvard Business Review

Volúmen:

84

Número:

7 – 8

Periodo:

July 2006

ISSN:

00178012

SrcID:

00178012-2006-07.txt